Negotiating is an essential managerial skill necessary for influencing employees and stakeholders. This course will draw on the latest research, to help participants learn how to negotiate successfully and with integrity. Topics covered include bargaining with one or more parties, influence strategies, ethical and social dilemmas, and negotiating with difficult people. The course will allow participants the opportunity to develop these skills experientially and to understand negotiation in the context of useful analytical frameworks. Prereq: ADMN 912 or permission of instructor.